Senior Account Executive, Strategic, Federal

• Client Relationship Management: Build and maintain strong, long-lasting customer relationships with strategic clients. Act as the main point of contact and advocate for client needs within the company
• Strategic Business Planning: Develop a thorough understanding of key client needs and requirements. Work closely with clients to devise and implement strategic plans that align with their business goals and drive mutual growth
• Sales Targets: Achieve and exceed sales quotas within assigned portfolio by identifying and closing business opportunities
• Market Analysis: Conduct research and analysis to understand industry trends, competitive landscape, and client feedback to inform strategic planning and identify new business opportunities
• Collaboration: with cross-functional teams (including marketing, product development, and customer service) to ensure a cohesive and comprehensive approach to market
• Reporting and Forecasting: Provide accurate forecasts and track key account metrics. Report on the status of accounts and transactions, and monitor sales performance against goals
• Contract Negotiation: Lead contract negotiations, ensuring favorable terms for both the client and the company

• 5+ years experience selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role
• 3+ years of selling experience to the federal government
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including executive and C-level
• Experience delivering client-focused solutions to customer needs
• Proven ability to manage multiple account management projects at a time while maintaining sharp attention to detail
• Excellent listening, negotiation, and presentation abilities
• Strong verbal and written communication skills

Above and beyond: Trained in Command of the Message and MEDDPICC

• Freedom & flexibility
• fit your work around your life
• Designated quarterly Whaleness Days plus end of year Whaleness break
• Home office setup
• we want you comfortable while you work
• 16 weeks of paid Parental leave
• Technology stipend equivalent to $100 net/month
• PTO plan that encourages you to take time to do the things you enjoy
• Training stipend for conferences, courses and classes
• Equity
• we are a growing start-up and want all employees to have a share in the success of the company
• Docker Swag
• Medical benefits, retirement and holidays vary by country
• Remote-first culture, with offices in Seattle and Paris